7-1

Chapter

ProspectingThe Lifeblood
of Selling

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7-2

Chapter

The Sales Process Has 10 Steps

Steps Before the Sales Presentation
ProspectingThe Lifeblood of Selling
Where to Find Prospects
Planning a Prospecting Strategy
Prospecting Methods
Prospecting Guidelines
The Prospect Pool
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7-3

Chapter

The Referral Cycle

Call Reluctance Costs You Money!
Obtaining the Sales Interview
Wireless E-mail

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7-4

The Sales Process Has 10 Steps

The Sales Process

Prospecting

Determine the Objectives

Preapproach

Meet objections

Approach

Trial close

Presentation

Close

Trial close

Follow-up

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7-5

Steps Before the Sales Presentation

Prospecting
Rule of thumb

appointment

planning

20% presentation
40% preparation
40 % follow-up

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ProspectingThe Lifeblood of
Selling

7-6

Prospect--qualified person
Prospecting--identifies potential customer
Lead--only know name
Qualified prospect is MAD
Money to buy?
Authority to buy?
Desire to buy?

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7-7

Where to Find Prospects

Sources may be varied or few
Persons selling different services and goods
might not use the same sources

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Copyright 2002 by The McGraw-Hill Companies, Inc. All rights reserved.

7-8

Planning a Prospecting Strategy

Requires a strategy
A skill that can be constantly improved

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7-9

Prospecting Methods
E-prospecting on the Web
Individuals
Organizations

Cold canvassing (making unsolicited calls)

Endless chaincustomer referral
Orphaned customers
Sales lead clubs

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7-10

Prospecting Methods cont

Prospect lists
Become an expertget published
Public exhibitions and demonstrations
Center of influence
Direct mail
Telephone and telemarketing
Observation
Networking

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7-11

Prospecting Guidelines
Three criteria
Customize
High potential customers
Call back

Referrals used in most prospecting methods

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7-12

The Prospect Pool

Prospect pool
Leads
Referrals
Orphans
Your customers

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7-13

The Referral Cycle

Obtaining referrals is a continuous process
without beginning or end
Referral cycle
The parallel referral sale

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7-14

The Referral Cycle cont

The secret is to ask correctly during referral
cycle
The preapproach contact phase
The presentation
Product delivery contact phase
Service and follow-up contact phase
Customer service

Dont mistreat the referral

Tracking referrals

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7-15

Call Reluctance Costs You Money!

Call reluctance refers to not wanting to contact a
prospect or customer
For many salespeople, owning up to call
reluctance is the most difficult part of combating it

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7-16

Obtaining the Sales Interview

Key factor in selling process is obtaining a sales interview
The benefits of appointment making
Telephone appointment
Personally making the appointment
Believe in yourself
Develop friends in the prospects firm
Call at the right time on the right person
Do not waste time waiting

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7-17

Summary of Major Selling Issues

The sales process involves a series of actions beginning with prospecting for customers
Find prospects to contact
Obtain appointments
Plan the entire sales presentation

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Summary of Major Selling Issues

cont

7-18

Popular prospecting methods

Cold canvas
Endless chain methods
Public exhibitions and demonstrations
Locating centers of influence
Direct mailouts
Telephone and observation

Salesperson must develop ways of getting to see

the prospect
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